Area Business Director - Great Lakes

First-line people leadership role driving regional performance through strategic leadership, coaching, and development of a team of Key Account Managers (KAMs). Accountable for delivering sales objectives, executing market strategy, and ensuring consistent, compliant implementation across all accounts. Requires a balance of high-level strategic direction and hands-on leadership.

Responsibilities

• Own and deliver regional sales performance across a team of 4-6 Key Account Managers.
• Translate national strategy into actionable regional and territory-level execution plans.
• Analyze regional performance trends, market dynamics, and competitive landscape to inform strategy and resource allocation.
• Establish and coach to clear performance expectations, KPIs, and accountability frameworks aligned to organizational and sales goals.
• Identify risks and opportunities early; proactively adjust strategy to ensure goal attainment.
• Proactively and strategically pursue interactions with key decision makers, including IDN Leadership, Hospital Leadership, Infusion Clinic Leadership, Key Opinion Leaders, and other key stakeholders.
• Lead, coach, and develop a high-performing team of KAMs, fostering a culture of accountability, continuous improvement, and execution excellence.
• Provide consistent, hands-on field coaching, including joint customer calls, strategic account reviews, and real-time feedback.
• Elevate team capabilities in strategic account management, clinical acumen, and complex selling environments.
• Attract, develop, and retain top talent; create individualized development plans and succession strategies.
• Inspire a values-driven culture where integrity, grit, and ownership guide behaviors and decisions.
• Maintain executive-level relationships with key institutions, health systems, and KOLs across the region.
• Support KAMs in navigating complex accounts, removing barriers to access, and advancing strategic opportunities.
• Engage directly in high-priority accounts and critical negotiations to drive business outcomes.
• Ensure a deep understanding of regional market access dynamics, payer environment, and institutional decision-making processes.
• Ensure consistent, compliant execution of marketing strategies and tactical plans across the region.
• Drive disciplined use of CRM and analytics to monitor performance, guide decision-making, and optimize resource deployment.
• Oversee completion and accuracy of all administrative and compliance-related activities (T&E, reporting, SOP adherence, Sunshine Act requirements).
• Foster operational rigor and efficiency across territory management practices.
• Operate effectively within a matrixed organization, partnering with Marketing, Market Access, Medical Affairs, and other key stakeholders.
• Align regional insights with cross-functional teams to inform strategy, messaging, and resource allocation.
• Serve as a critical feedback loop between the field and leadership to shape ongoing business decisions.
• Drive a culture of learning and adaptability, encouraging the team to test new approaches and challenge the status quo.
• Leverage data, insights, and field intelligence to continuously refine strategies and elevate performance.
• Stay current on clinical advancements, competitive activity, and evolving healthcare landscape.

Requirements

• Bachelor’s Degree required; Advanced Degree preferred (MBA, MPH, PharmD, or related field).
• 10+ years of related pharmaceutical sales experience.
• Proven leadership experience in specialty pharmaceutical sales, including management of field-based teams.
• Demonstrated success driving results through others in complex, highly competitive markets.
• Strong understanding of drug development, commercialization, and specialty market dynamics.
• Advanced strategic thinking and analytical capabilities.
• Exceptional coaching, communication, and influencing skills.
• Ability to lead within a matrixed organization and effectively leverage cross-functional resources.
• High degree of business acumen, accountability, and execution focus.
• Working knowledge of the targeted geographical area, highly preferred.
• Preferred experience leading teams in complex institutional or IDN environments.
• Preferred prior responsibility for regional or multi-state business ownership.
• Preferred established relationships with key healthcare systems and KOLs within the region.
• Valid driver’s license and clean driving record.
• Ability to travel within region as needed to fulfill leadership responsibilities and to attend conferences and sales meetings.

Schedule

Approximately 75% travel, including regular field engagement activities such as ride-alongs with direct reports, customer and account meetings, attendance at regional and national conferences/congresses, and participation in home office meetings and leadership events. Travel may include overnight stays and occasional weekend commitments based on business needs and industry events.